International Journal of Purchasing and Materials Management

The Strategic Value of Buyer-Supplier Relationships Members Only Content

This research investigates the determinants and outcomes of trust in buyer-supplier relationships. Trust in a partner organization and in the individual counterpart are examined from both the buyers' and suppliers' perspectives. The method in which organizational and interorganizational management practices influence trust in buyer-supplier relations and how trust at two levels relates to supplier performance are discussed. Data for the statistical analysis was gathered from a survey of 99 purchasing managers and their lead suppliers.

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